1、1世纪商务英语- 外贸函电(第二版) (教师用书) English Letter Writing in Foreign Trade 主编 吴思乐 胡秋华 大连理工大学出版社 前 言 世纪商务英语外贸函电是新世纪高职高专教材编委会组编的商务英语类课程规划教材之一。本书主要针对高职高专商务英语和其他涉外经贸专业的学生也可以作为其他层次涉外经贸专业的外经贸英语教材。同时对正在从事或即将从事涉外经贸活动和贸易洽谈工作的广大外贸工作者来说本书还可作为自学参考资料。 为方便教学和自学者学习我们编写了与之配套的练习答案并提供了常用表达部分的译文。 希望本书能对我们的读者有所帮助。 编者 Contents M
2、odule Unit Module 1 Fundamentals of Modern Business Letter Writing 现代商务函电写作基础 Unit 1 Basic knowledge of Business letter Writing 商务信函写作 Module 2 Preparations for Negotiation 业务磋商的准备 Unit 2 Establishing Business Relations 建立业务关系 Unit 3. Making Credit Investigation 资信调查 Module 3 Procedures of Business
3、Negotiation 业务磋商的主要环节 Unit 4 Inquiry 询盘 Unit 5 Offer 发盘 Unit 6 Counter-offer 还盘 Module 4 Conclusion of Business 交易的达成 Unit 7 Acceptance and Confirmation 接受与确认 Unit 8 Order and Contract 订单与合同 Module 5 Negotiation of Main Trade Terms 主要交易条款的磋商 Unit 9 Payment and L/C 支付与信用证 Unit 10 Packing 包装 Unit 11 S
4、hipment 运输 Unit 12 Insurance 保险 Module 6 Disputes and Settlement 争议及争议的解决 Unit 13 Complaints, Claims and Settlement 申诉、抱怨与索赔、理赔 Unit 1. Fundamentals of Modern English Business Letter Writing 第一章 现代商务英语函电写作的基本知识 Part Five Practical Training 1. Arrange the Following in Proper Form as They Should Be Se
5、t Out in a Letter 1) Senders name: Guangzhou International Trading Corp. 2) Senders address: 198 Yueken Road, Tianhe District, Guangzhou, China 3) Senders Telephone: 85230000 4) Senders cable address: 5527GZ 5) Senders telex address: 3328 gz CN 6) Date: September 15, 2007 7) Receivers name: Standard
6、 Oil Company 8) Receivers address: 38 Fifth Avenue, London, U. K. 9) Subject: Refrigerators 10) The message: We thank you for your letter of September 3, 2007, enquiring for the captioned goods. The enclosed booklet contains details of all our refrigerators and will enable you to make a suitable sel
7、ection. 2We look forward to receiving your specific inquiry with keen interest. Basically, there are four acceptable formats for business letters. Students can choose one of the layouts as his or her style. The following is just a sample. Guangzhou International Trading Corp. Address: 198 Yueken Roa
8、d, Tianhe District, Guangzhou, 510507, P. R. China Tel: 85230000, Cable: 5527GZ, Telex: 3328 gz CN September 15, 2010 Standard Oil Company 38 Fifth Avenue, London, EC4, U. K. Dear Madam or Sir: SubjectRefrigerators Thank you for your letter of September 3, 2007, enquiring for the captioned goods. Th
9、e enclosed booklet contains details of all our refrigerators and will enable you to make a suitable selection. We look forward to receiving your specific inquiry with keen interest. Yours Sincerely, Li Ming Li Ming Encl. as stated 2. Address an Envelope for the Above Letter Since we use the Full-blo
10、ck Style for the letter composing, we should also use the Full-block Style for the envelope. Guangzhou International Trading Corp. 198 Yueken Road Tianhe District, Guangzhou, Guangdogn, China Standard Oil Company 38 Fifth Avenue London EC 4 U. K. Urgent Stamp Unit 2 Establishing Business Relations 第
11、二章 建立业务关系 Part Three Other Commonly Used Expressions and Sentences Typical Sentences: 1. Telling the addressee how his name is known in pleasant words. (用令人愉快的语言说明你是怎样知道对方的) 1We are very pleased to obtain your name from the Industrial Chambers. 很高兴从行业协会处得知贵公司的名称 2On the recommendation of Merrs. Harv
12、ey 考虑到 6) 报价单 7) 报实盘 8) 除非另有规定 9) 贵方询盘收到我方正在处理当中 希望不日即可给你们发出可接受的报盘。 10) 谢谢你方 7 月 6 日的询盘。我们特此另封寄出你们所要产品的样品及我方的价格单。 11) 以下是我方最优惠报盘 此盘以我方最后确认为准。 12) 我方必须强调由于本商品存货有限 需求较大此盘有限期仅为两天。 13) 如果在三天不接受本报盘将会被撤回。 14) 本报盘有效期至 2010 年 8 月 20 日。如贵方能立即以电子邮件答复我们将 不胜感激。 15) 我们要指出的是我方的报价还可能会在不通知贵方的情况下作调整。最后价格以你方下订单时我们的确认
13、为准。1 Put the following Chinese into English 1) as per attached list 2) net price without commission 3) under separate cover / by separate mail 4) make delivery 5) as agreed 6) by confirmed, irrevocable L/C payable by draft at sight 7) to withdraw an offer/ to cancel an offer 8current price/ market p
14、rice 9) Thank you for your inquiry. We have a large quantity of mens leather shoes in stock, and are pleased to offer them as follows. 10) This offer is subject to the goods being unsold on receipt of your reply. 11This offer is firm, subject to your cable reply reaching here before November 6. 12)
15、If our offer is of interest to you, please cable your acceptance before the end of October. 13) In your letter you requested us to quote you CIF Kuwait price, including your commission of 3%, which has received our immediate attention. 14) We trust this product will find a ready market at your end.
16、15) We confirm having cabled you an offer for 20 M/T of Walnuts at RMB3,500 per M/T CIF European Main Ports for shipment in August. 2. Supply the missing words in the blanks of the following letter. The first letters are given. (1) inquiring (2) quotation (3) receipt (4) subject (5) confirmation (6)
17、 discount (7) catalogues (8) brochures (9) separate (10) appreciated Unit 6 Counter-Offer 第六章 还盘 Part Three Other Commonly Used Expressions and Sentences Typical Sentences: 1. Expressing regret at inability to accept the offer and giving reasons for that. (表达不能接受报盘的遗憾并说明理由) 1) Unfortunately we canno
18、t accept your offer. The prices you quoted are much higher than those of manufacturers.(很遗憾我们不能接受你方报盘。你方报价比其他厂商所报价格高得多。) 2) We regret that your counter-offer is unacceptable to us since your counter-offer leaves us with only a small profit. We believe that the price we quoted is quite realistic. (由于
19、你方的还盘使我们获利低微很抱歉我们不能接受。我们相信报给你方的价格是很实际的。) 3) We have cut the price to the limit. We regret, therefore, being unable to comply with your request for any further reduction.(由于我方的价格已降到极限所以无法满足你方进一步降价的要求。) 4) Although we are anxious to open up business with you, we very much regret that we cannot reduce
20、our price to the level you indicated.(尽管我们很希望拓展与你方的交易但很遗憾我们不能把价格降到你方所要求的水平。) 5) The price we quoted is quite reasonable. It has been accepted by the buyers at your end.(报给你方的价格是很合理的这个价格已为你地的其他客户所接受。) 6) Our price has been narrowly calculated and it is impossible to make any further reduction. 11(我们的
21、价格已经计算得很精确了进一步降价已是不可能。) 7) Im afraid there is no much room for further reduction. You know, the price is advancing considerably recently.(恐怕再没有进一步让价的余地了。要知道 价格最近正在飞涨) 8) Your price is reasonable, but the listed payment conditions are not customary in our Trade.(贵公司的价格合理但所列的付款条件与我们的一贯做法不符。) 9) Owing
22、to heavy bookings, we can not accept fresh orders at present.10) (由于大量的订货我们目前不能接受新订单) 11) Owing to a shortage of stock, we regret that we are unable to accept your repeat order. (由于库存短缺抱歉我方不能考虑接受你方续订单。 ) 12) As this is an order of substantial size, we cannot safely undertake to complete its manufact
23、ure in a month.由于这是一笔大订单我们没有把握在一个月内完成生产。) 2. Making a counter-offer concretely (给出一个具体的还盘 ) 1) We would suggest that you make some allowance, say 10%, on your quoted prices so as to enable us to introduce your products to our customers. (建议你方在所报价格的基础上给予某些折扣( 比方说 10%)以使我们可以把你们的产品介绍给我们的客户。) 2) You mus
24、t reduce your price by 2% wise business is impossible.(你方必须降价 2%左右否则没有成交的可能。) 3) We are sorry that the difference/gap between our price and your counter-offer is too wide. The best we can do is 5% off.(很遗憾我们的价格与你方还盘之间的差距太大。我们最多只能让价 5%。) 4) Our counter-offer is well founded and workable. We can also
25、offer a 10% discount for orders over 10,000 pieces.(我们的还价是很合理的/ 做得开的。不过如果你们的订单超过一万件我们可以提供 10%的折扣。) 5) We do not see any advantage in your quotation, and would like to know whether you have any better price to offer. 我们在你方的报价中看不到任何优势不知贵方是否可以给我们报一个更好的价格。 6) May we suggest that you could make some allo
26、wance on your quoted prices that would help to introduce your goods to this market.(我们建议如果你方在所报价格的基础上给予优惠 也许会有助于你方产品的市场推介。) 7) I regret that your terms are unsatisfactory and unless you can amend those terms we will have to place our order elsewhere. (很抱歉你方条件不能让人满意 如果不能改变条件的话我方只好另转订单。) 8) It is in v
27、iew of our long-standing business relations that we make you such a counter-offer.(正是考虑到我们之间的长期贸易关系我们才给你这一还盘。) Part Five Practical Training I. Beginning Training 1Put the following English into Chinese. 1还盘如下 2获利低微 3价格比以前的报价低 5% 4合理的定价 5价格已明显上涨 6不能再次降价了/不能再作进一步的让价了。 7按一个最具竞争性的价格成交 8(产品) 定价过高 9为了达成交易
28、我方准备把价格将降为 30 镑。 10让我们各让一步把价格降低 2%吧。 11最近价格暴跌相信我们很难说服顾客接受你们的价格。 12很遗憾我们无法接受你方的报盘因为你们的价格偏高。 13众所周知有些供货商实际上正在削价促销。 14如果不是为了我们之间的友好关系我们是不会考虑按这么低的价格发实盘的。 15由于近来市场疲弱你方的报价做不开。 IIIntermediate Training 1 Put the following Chinese into English 1price is on the high/ low side 2current price / ruling price / p
29、revailing price/the present price/ the going price 3there is a jump in price 124The price is falling/dropping/going down. 5to give/ allow/ make/ grant a discount 6meet sb. half way 7come to business/ come to terms/ make a bargin/ close a deal/ conclude business / get business done 8long-standing bus
30、iness relation 9Your counter-offer is out of line with the prevailing international market./ Your counter-offer is not in keeping with the current international market. 10This is really our rock-bottom price. Im afraid we cant make any further concessions./ Im afraid we are not in a position to make
31、 any reduction./ Im afraid there is not much room for further reduction. 11As a token of friendship, we accept as an exception your counter-offer. 12We regret to say that we cannot accept your offer of May 10th , 2010. 13Our price is fixed at a moderate level./ We believe that our product is moderat
32、ely priced. We have received quite a lot of orders at this price. 14The price we quoted is competitive. But we can allow a 10% discount for orders over 10,000 pieces. 15We would make no profits at the price you offered. The best we can do is 5% off. as your price is on the high side. 2. Supply the m
33、issing words in the blanks of the following letter. The first letters are given. (1)offer (2) regret (3) price (4) sold (5) level (6) difference (7) transaction (8) counter-offer (9) sample (10) acceptance Unit 7 Acceptance and Confirmation 第七章 确认与接受 Part Three Other Commonly Used Expressions and Se
34、ntences Typical Sentences: 1. Declaring clearly that you accept the offer or counter offer, or confirm the acceptance. (清楚地表明你接受发盘、还盘或者确认接受的态度。) 1In reply, we confirm to sell you 7000 tons of cement on the following terms and conditions. 作为答复我们确认向你方按下列条件出售 7000 吨水泥。 2As a token of friendship, we acc
35、ept as an exception your counter-offer for 5,000 pairs of leather shoes at $26 per pair. (作为友谊的象征我们破例接受你方对 5000 双皮鞋的的还盘即每双 26 美元。) 3We now confirm our acceptance of your offer of USD 3.50 per set CIF Guangzhou. (现确认已按每台 CIF 广州 3.5 美元的价格接受你方报盘。) 4We are pleased to confirm your order No. BTS-001of 16t
36、h April for cotton shirts and welcome you as one of our customers. 很高兴确认你方 4 月 16 日发的第 BTS001 号关于纯棉衬衫的订单 5We are pleased to confirm having concluded with you a transaction o f 300 units of electric mowers. We assure you of the punctual execution of your order.很高兴向你方确认我们已经达成 300 台电动除草机的交易。我们保证准时执行你方订
37、单。 6We have been able to confirm the following order with you at your revised price. (我们现在已经可以按修改后的价格确认向你方订购下列商品) 7It is only in view of our long established business relationship that we accept your counter-offer for ladies clothing. (只是鉴于双方长期的业务关系我们才接受你方关于女式服装的还盘。) 8Although your price is below ou
38、r level, we accept, as an exception, your order with a view to initiating business with you and confirm having placed an order with you for 1,500 tons of soybeans. (尽管你方的价格低于我们的价格水平为了达成与贵公司的首笔业务我们还是破例接受你们的订单并确认已向你方订购 1,500 吨大豆。) 9Taking the Quality into consideration, we accept your offer although y
39、our price is somewhat higher than those of other manufacturers. (考虑到质量尽管你方报价比其他厂商所报的略高一些 我们依然可以接受你方的报盘。) 10Though our negotiations have been lengthy and on-and-off, we are finally pleased to confirm reaching a satisfactory agreement for the above-mentioned goods. (经过长时间断断续续的谈判我们现在终于可以很高兴地确认与贵公司就上述商品
40、达成了协议。) 2. Stating that you have enclosed an order form, a contract or a sales confirmation, or asking the addressee to prepare the relevant papers. (说明你附上了订单、合同或者销售确认书或者要求对方准备相关文本。) 131We confirm having purchased from you ladiess shirts, for which a confirmation of order enclosed for your reference
41、我方确认向你方订购衬衫随函附上订购确认书一份供参考。 2Enclosed is our Sales Contract No. BS-043in duplicate in which please countersign and return one copy to us for our file.随函附上 BS-043 号订购合同一式二份 请签字并退回我方一份以便归档。 3.Expressing your hope and expectation of friendly business relations in the future. .表达你期待将来双方友好贸易关系的希望 1) We si
42、ncerely hope that this transaction will be an initial one of many to our mutual advantage. (我们诚恳地希望这次交易是许许多多对双方都有利的贸易往来的开始。) 2) We are pleased to have finalized this business with you and expect that we can expand the trade between us in the future.(我们很高兴这次能与贵公司达成交易期待着将来可以拓展我们之间的交易。) 3) We hope this
43、 initial deal will result in future transactions between us. (我们希望这次试订将会引领我们两公司之间将来的贸易往来。) 4) A good beginning makes a good ending. We hope that from now on we will enjoy business relations that are profitable to both of us. (好的开端带来好的结果。希望今后我们享有互利的业务关系。) 5) We trust the current business is only the
44、beginning of a series of transactions in the future. We look forward to receiving further orders from you. (我们相信这笔交易是未来一系列交易的先导。期待收到你方的进一步的订 单。) 6) We thank you very much for your initial order and hope that this may be the beginning of long and friendly relations between us. (十分感谢你方的试订单希望此订单成为双方长期友
45、好往来的开端。) Part Five Practical Training I. Beginning Training 1Put the following English into Chinese 1) 开始与某人的贸易 2) 向试订货 3) 原件两份 4) 确认贵方方对的接受 5) 交易条件合同条款 6) 最终会结果将会 7) 确认按中规定的价格供应 8) 按: 以为条件 9) 6 月 5 日函及款式样品和价目单均收到 谢谢。我们已选妥现随附第 342 号订单。 10) 我已接受你方 85 号订单购买 1002 号印花布 10 万码。请告颜色搭配并按合同规定开立以我方为受益人的有关信用证。
46、 11) 我方愿试订购 200 台你方产品。 “良好的开端意味着良好的结束” 。我们希望从现在起我们将有一个对双方有益的贸易关系。 12) 我方确认接受你方订购 5 公吨新椒干每公吨 CIF 伦敦价 80 英镑10 月装船。 13) 我们认为质量与价格都令人满意。很高兴向你们订购下列货物。 14) 我们成功地达成了 30 吨大蒜的交易。这笔交易的达成肯定不是一个结束 它仅仅是一个开端一个我们之间良好的、长期友好的贸易关系的开端。 15) 我方接受该项订单并会尽早安排发货。 IIIntermediate Training 1 Put the following Chinese into Engl
47、ish 1) finalize a transaction/ put the deal through/ close the deal /conclude a business/ come to the conclusion/ come to term/ reached an agreemen 2) accept an offer/ order/ quotation 3) for ones file 4) do sth. as an exception 5) confirm the following order/ to confirm an order 6) initial order 7)
48、 make confirmation by return for doing sth. 8) on the same terms and condition as before 149) Your terms are satisfactory and we enclose an order. 10 Enclosed is our order for 300 sets of Transistor Radios T432. We are glad to have finalized/put through/closed/concluded this transaction/business wit
49、h you. 11) We refer to the telegrams exchanged between us in the last few weeks, and are pleased to confirm having finalized the following transaction with you. 12) We have the pleasure of confirming the following trial order: 13) Although your price is below our level, we accept as an exception, your order with a view to initiating business with you. 14) As a result of our recent exchange of faxes, we wish to confirm our purchase from you of 6,000 cases of Tigerhead flash lights. We hope that the initial transaction will pave the way for our further
